Transcript Networking for Doing Business

Networking for Doing Business
Networking Competencies
Adapted by Enterprising Partnerships
Why network?
Professionals network to . . .
Get the job done
Get the business
Get behind organizational initiatives
Get ahead
“The workshop was a huge hit! You unlocked the secrets of
meeting, greeting, and nurturing networks and added so
much value to our meeting.”
– Ann Marie Rosa, PricewaterhouseCoopers
Don’t people already know how?
Shyness . . .
Skills . . .
60% of Americans say they
feel shy and uncomfortable
in business and social
settings.
– The Shyness Clinic,
Stanford University
Savvy . . .
• 85% say, “I don’t have the
network I need to
accomplish my goals.”
• 97% say “I have trouble
remembering names.”
• 85% say, “I don’t know
what I want when I go to a
networking event.”
– Contacts Count Research
“Many of today’s typical
coaching candidates lack
organizational savvy. They
are underestimated and
pigeonholed.”
– Drs. Marty Seldman &
Rick Brandon, Authors and
Executive Coaches
Social competencies . . .
Social acumen . . .
40% of Ph.D.s were born
outside of the U.S. “They
arrive with needed
technical skills, but not
the social competencies
needed at work.”
“Dependence on remote
forms of communication
has left many younger
workers bereft of
interpersonal skills.”
– Lewis Center, UCLA
– Fast Company
What does your organization call it?
Relationship
management
Social
acumen
Social
capital
Collaboration/
Connectivity
Horizontal
integration
Visibility
Business
development
Client
development
Rainmaking
Influencing
Intelligence
gathering
Relationship
building
Practice
development
The 8 Networking Competencies
1
2
3
4
Capitalize on Style
Take a Strategic Approach
Envision the Ideal Network
Develop Relationships
Appreciating how personality
(introversion, extroversion,
communication styles, shyness) &
mindset (previous learnings,
attitudes, misconceptions) affect
the ability to build relationships.
Be able to:
• Identify personal style
Targeting specific organizational &
career outcomes (macro) and
agenda-building for specific
networking events & encounters
(micro).
Be able to:
Identifying WorkNet, OrgNet,
ProNet, LifeNet contacts &
appreciating the benefits,
challenges, & leveraging
opportunities faced in developing
each of them.
Be able to:
Seeing relationship development in
6 stages & managing the trustbuilding process by teaching
character & competence.
Be able to:
• Clarify attitudes toward
networking
• Make informed choices about
how to focus attention, time, &
money
• Correctly locate any contact in the
appropriate Net
• Use criteria to determine the
stage of any relationship
• Map WorkNet & OrgNet contacts
• Re-frame networking as teaching
& giving
• Adapt and apply the tools of
networking to
• Get the job done
• Use criteria to evaluate
relationships & sort them into
categories, such as Start/Rev Up,
Enrich, & Repair
• Survey & evaluate options for
demonstrating character &
competence
• Get behind organizational
initiatives
• Plan structured next-step
conversations
• Get the business
• Leverage opportunities from one
Net to another
• Adopt leading-edge beliefs about
the critical role of networking in
the marketplace
• Get on board quickly
• Get the most out of meetings &
conferences
• Get ahead
• Plan agendas to achieve
maximum value from
events/encounters
• Know how trust is broken & how
to re-establish it
• Determine what to teach and
learn if you want more of a
relationship
• Initiate & manage the 6 followthrough conversations
The 8 Networking Competencies
5
6
7
8
Increase Social Acumen
Showcase Expertise
Assess Opportunities
Deliver Value
Becoming more comfortable,
confident, and professional by
mastering relationship rituals.
Be able to:
• Make your name memorable
• Learn names using specific
techniques
• Deal with forgotten names in a
way that builds the relationship
• Know the best times to exchange
business cards & how to use them
to create a connection
• Easily join groups of people who
are already talking
• Use specific methods to end
conversations with the future in
mind
• Handle awkward moments
Using examples & stories to teach
contacts about expertise,
experience, talents, & interests.
Be able to:
• Answer “What do you do?” in a
way that makes expertise visible
& memorable
• Call to mind, identify, & research
events & successes that teach
organizational, team, or individual
capabilities
Choosing optimum networking
opportunities & making
participation pay off.
Be able to:
• Analyze & select networking
arenas to reflect your goals
• Decide if a specific group meets
your needs
• Outline participation & plan how
to get the most from time &
money spent
Contributing to the organization’s
networking culture & capitalizing on
networking to affect the bottom
line.
Be able to:
• Ask questions designed to learn
about others & develop
relationships
• Listen generously with a bias
toward action
• Decide when to discontinue
involvement in a group
• Be alert for opportunities to
connect your contacts & provide
access to resources, talent,
opportunities
• Recognize storytelling
opportunities
• Create a customized group to
generate referrals & find
resources
• Up the ROI by bringing back
business intelligence from
conferences & meetings
• Deliver stories in a way that
increases personal &
organizational visibility
• Seek out & plan how to take
advantage of internal networking
opportunities
• Encourage & support (model and
mentor) a networking culture
throughout the organization
• Use guidelines to construct & edit
stories that highlight what you
want to teach